Mastering the Basics of Sales Engagement

It’s painfully pitiful what passes as personalized prospecting presently. However, we’ve got just the guest to help sales reps get back on the right track.

Sam McKenna is the Founder of SamSales Consulting and is the foremost expert on social selling and leveraging LinkedIn to drive revenue. Sam and her team are redefining the go-to-market status quo for modern organizations through unmatched sales training and LinkedIn branding. Sam joins co-hosts Craig Rosenberg and Matt Amundson for a very fun and fascinating dive into how to improve your personalized sales messages to prospects, the secrets to successful social selling, and the best time to prospect. Plus, we share stories from some of our worst webinar fails. 

Also, Craig denies claims that he was in fact the heavy breather while hosting a webinar with Guy Kawasaki a decade ago and Matt reveals the truth about the size of a certain actor’s mouth.

Critical Takeaways

• Sales reps, please take 3 seconds to THINK before sending another stinky, smelly, no-good, automated email to a prospect. If you want to stand out to them and get their attention, earn it by doing the work that none of the other reps reaching out to them won’t. Show them you know them.
• A simple way to stand out to decision makers at target accounts is to engage with their LinkedIn posts. However, hitting “like” does not qualify as engaging in a way that will stand out. The smart play is to comment something insightful.
• Prospecting during non-working hours, like weekends and evenings, can capture the attention of busy executives. Emails sent during these times can stand out because prospects are usually less overwhelmed and more likely to engage with content beyond their regular work distractions.
• Don’t buy a ‘great new tool’ until you know what you’re going to do with it. Figure out how to solve the problem you’re addressing before you ever get close to buying a tech solution.

Sponsored Segment

Ringmaster Conversational Marketing - The Transaction is sponsored by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

Interested in becoming a sponsor of The Transaction? Contact thetransaction@samguertin.com

Chapters

00:00 Intro Sales Insights with Sam McKenna

04:38 Introducing Sam McKenna, Founder of SamSales Consulting

08:02 Announcing The New Sam McKenna Award For The Best Guest

10:13 A Particularly Titillating LinkedIn Controversy

11:44 The Airing of Our Webinar Woes

22:41 Companies Suck at Solving Problems & Try to Techstack Their Way Out of Issues

28:50 How to Run the “Been Awhile” B2B Prospecting Play using LinkedIn Sales Navigator

30:24 How to Use Social Selling in SaaS

34:40 Spearfishing for B2B Leads Using This Tactic on LinkedIn Sales Navigator

41:44 Why Putting in the Work is the Way to Wow Prospects and Customers

45:50 Why the "Show Me You Know Me" Method Works so Well for B2B Sales Reps

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Epic Quotes

• “ Why is it that so few people will just put in the actual work that that converts?” - Sam McKenna
• “ Anything that you can't automate won't be done.” - Matt Amundson

Connect with Sam

• LinkedIn: https://www.linkedin.com/in/samsalesli/ 
• Website: https://www.samsalesconsulting.com/ 
• Sam’s new Podcast: https://www.samsalesconsulting.com/showmeyoukknowmeshow/ 

Shoutouts

• Hayley Hoad: https://www.linkedin.com/in/hayley-hoad-2565549/ 
• Bobby Axelrod (Billions)
• Jill Rowley: https://www.linkedin.com/in/jillrowley/ 
• Paige Tills: https://www.linkedin.com/in/paige-tills/ 
• Joy Wilder Lybeer: https://www.linkedin.com/in/joywilderlybeer/ 
• Gail Moody-Byrd: https://www.linkedin.com/in/gailmoodybyrd/ 
• Adam Robinson: https://www.linkedin.com/in/retentionadam/ 
• Adam’s episode of The Transaction: https://open.substack.com/pub/thetransaction/p/asymmetrical-marketing-and-personal 
• Toby Carrington: https://www.linkedin.com/in/tobycarrington/ 
• DocuSign
• ON24 
• Marketo
• Engagio
• Guy Kawasaki: https://www.linkedin.com/in/guykawasaki/ 
• Jon Gray: https://www.linkedin.com/in/jon-d-gray/ 
• DailyMail Article about the “LinkedIn Boobs Post”: https://www.dailymail.co.uk/news/article-14406563/linkedin-post-fury-comparing-woman-breast-size-confidence.html 
• Bobby Axelrod/Damian Lewis Tiny Mouth Investigation: https://www.maxim.com/entertainment/damian-lewis-tiny-mouth-2016-3/ 
• Reddit discussion of Bobby Axelrod/Damian Lewis’s tiny mouth: https://www.reddit.com/r/Billions/comments/8jcnx5/anyone_else_getting_annoyed_by_damian_lewis_tiny/ 

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